>>And welcome to this cube conversation here in Palo Alto, California. I'm John furrier, host of the cube. We have a great guest coming in remotely from LA Christian Hernandez developer experienced lead at code fresh code fresh IO. Recently they were on our feature at a startup showcase series, season two episode one cloud data innovations, open source innovations, all good stuff, Christian. Thanks for coming on this cube conversation. >>Thank you. Thank you, John. Thank you for having me on, >>You know, I'm I was really impressed with code fresh. My met with the founders on here on the cube because GI ops AI, everything's something ops devs dev sec ops. You've got AI ops. You've got now GI ops, essentially operationalizing the software future is here and software's eating the world is, was written many years ago, but it's open source is now all. So all things software's open source and that's kind of a done deal. It's only getting better and better. Mainstream companies are contributing. You guys are on this wave of, of this open source tsunami and you got cloud scale. Automation's right there, machine learning, all this stuff is now the next gen of, of, of code, right? So you, your code fresh and your title is developer experience lead. What does that mean right now? What does it mean to be a developer experience lead? Like you make sure people having a good experience. Are you developing you figuring out the product? What does that mean? >>Yeah. That's and it's also part of the, the whole Debre explosion that's happening right now. I believe it's, you know, everyone's always asking, well, what, you know, what is developer advocate? What does that mean developer experience? What does that mean? So, so you, you kind of hit the nail on the head a little bit up there in, in the beginning, is that the, the experience of the developer when using a particular platform, right? Especially the code flash platform. That is my responsibility there at code fresh to enable, to enable end users, to enable partners, to enable, you know, anyone that wants to use the code fresh platform for their C I C D and get ops square flows. So that's, that's really my, my corner of the world is to make sure their experience is great. So that's, it's really what, what I'm here to do >>At food fresh. You know, one of the things I can say of my career, you've been kind of become a historian over time. When I was a developer back in the old days, it was simply you compiled stuff, you did QA on it. You packaged it out. You wanted out the door and you know, that was a workflow right now with the cloud. I was talking with your founders, you got new abstraction layers. Cloud has changed again again, open source. So newer things are coming, right? Like, like, like Kubernetes for instance is a great example that came out of the open source kind of the innovations. But that, and Hadoop, we were mentioning before he came on camera from a storage standpoint, kind of didn't make it because it was just too hard. Right. And it made the developer's job harder. And then it made the developer's requirements to be specialized. >>So you had kind of two problems. You had hard to use a lot of friction and then it required certain expertise when the developers just want to code. Right. So, so you have now the motion of, with GI ops, you guys are in the middle of kinda this idea of frictionless based software delivery with the cloud. So what's different now, can you talk about that specific point because no one wants to be, do hard work and have to redo things. Yeah. Shift left and all that good stuff. What's hard now, what do you guys solve? What's the, what's the friction that you're taking out what's to become frictionless. >>Yeah. Yeah. And you, you, you mentioned a very interesting point about how, you know, things that are coming out almost makes it seem harder nowadays to develop an application. You used to have it to where, you know, kind of a, sort of a waterfall sort of workflow where, you know, you develop your code, you know, you compile it. Right. You know, I guess back in the day, Java was king. I think Java still is, has a, is a large footprint out there where you would just compile it, deploy it. If it works, it works. Alright cool. And you have it and you kind of just move it along in its process. Whereas I think the, the whole idea of, I think Netflix came out with like the, the fail often fail fast release often, you know, the whole Atlassian C I C D thing, agile thing came into play. >>Where now it's, it's a little bit more complex to get your code out there delivered to get your code from one environment to the other environment, especially with the, the Avan of Kubernetes and cloud native architecture, where you can deploy and have this imutable infrastructure where you can just deploy and automate so quickly. So often that there needs to be some sort of new process now into place where to have a new process, like GI ops to where it'll, it it's frictionless, meaning that it's, it, it makes it that process a little easier makes that little, that comp that complex process of deploying onto like a cloud native architecture easier. So that way, as you said before, returning the developers to back to what they care about, mot, the most is just code. I just want to code. >>Yeah. You know, the other thing, cool thing, Christian, I wanna bring up and we'll get into some of the specifics around Argo specifically CD is that the community is responding as a kind of, it takes a village kind of mindset. People are getting into this just saying, Hey, if we can get our act together around some de facto workflows and de facto capabilities, everyone wins. It's a rising tide, floats all boats, kind of concept. CNCF certainly has been a big part of that. Even seen some of the big hyper scales getting behind it. But you guys are part of the founding members of the open get ups working group, Amazon Azure, GitHub, red hat Weaveworks and then a ton of contributors. Okay. So this is kind of cool. This means that there's like people behind this thing. Look, we gotta get here faster. What happened at co con this year? You guys had some news around Argo and you had some news around the hosted solution. Can you take a minute to explain two things, one the open community vibe, and then two, what you guys announced at Coon in Spain. >>Yeah. Yeah. So as far as open get ups, that was, you know, as you said before, code fresh was part of that, that founding committee. Right. Of, of group of people trying to figure out, define what get ups is. Right. We're trying to bring it beyond the, you know, the, the hype word, right beyond just like a marketing term to where we actually define what it actually is, because it is actually something that's out there that people are doing. Right. A lot of people, you know, remember that the, the Chick-fil-A story where it's like, they, they are completely doing, you know, this get ops thing, we're just now wanting, putting definition around it. So that was just amazing to see out at there in, in Cuban. And, but like you said, in QAN, we, you know, we're, we're, we're taking some of that, that acceleration that we see in the community to, and we, we announce our, our hosted get ops offering. >>Right. So hosted get ops is something that our customers have been asking for for a while. Many times when, you know, someone wants to use something like Argo CD, the, in, they install it on their cluster, they get up and running. And, but with, with all that comes like the feed and care of that platform, and, you know, not only just keeping the lights on, but also management security, you know, general maintenance, you know, all the things that, that come along with managing a system. And on top of that comes like the scale aspect of it. Right. And so with scale, so a lot of people go with like a hub and spoke others, go with like a fleet design in, in either case, right. There's, there's a challenge for the feet and care of it. Right. And so with code fresh coast of get ups, we take that management headache away. >>Right? So we, we take the, the, the management of, of Argo CD, the management of, of all of that, and kind of just offer Argo CD as a surface, right. Which offers, you know, allows users to, you know, let us take care of all the, of the get offs, runtime. And so they can concentrate on, you know, their application deployments. Right. And you also get things like Dora metrics, right. Integrated with the platform, you have the ability to integrate multiple CI providers, you know, like get hub actions or whatever, existing Jenkins pipelines. And really that, that code fresh platform becomes like your get ops platform becomes like, you know, your, your central view of the world of, of your, you know, get ups processes. >>Yeah. I mean, that whole single source of truth concept is really kind of needed. I gotta ask you though, with the popularity of the Argo CD on get ups internally, right. That's been clear, right. Kubernetes, the way that's going, it's accelerating fast. People want simple it's scaling, you got automation built in all that good stuff. What was the driver behind the hosted get up solution? Was it customer needs? Was it efficiency all the above? What was specifically and, and why would someone want to have the hosted versus say internal? >>Yeah. So it's, it was really driven by, you know, customer need been something that the customers have been asking for. And it's also been something that, you know, you, you, you have a process of developing an application to, you know, you know, a fleet of clusters in a traditional, you know, I keep saying traditional, get outs practice as if get outs are so old. And, you know, in, you know, when, when, when people first start out, they'll start, you know, installing Argo city on all these clusters and trying to manage that at scale it's, it's, it, it seemed like there was, you know, it it'd be nice if we can just like, be able to consume this as a service. So we don't have to like, worry about, you know, you know, best practices. We don't have to worry about security. We don't just, all of that is taken care of and managed by us at code fresh. So this is like something that, you know, has been asked for and, and something that, you know, we believe will accelerate, you know, developers into actually developing their, their applications. They don't have to worry about managing >>The platform. So just getting this right. Hosted, managed service by you guys on this one, >>Correct? Yes. >>Okay. Got it. All right. So let me, let me get in the Argo real quick, just to kind of just level set for the folks that are, are leaning into this and then kicking the tires. Where are we with Argo? What, why was it so popular? What did it do specifically? Did it just make it easier for developers to manage and monitor Kubernetes, keep 'em updated? What was the specific value behind Argo? Where, where, where did it come from and why is it so popular? >>Yeah, so Argo the Argo project, which is made up of, of a few tools, usually when people say Argo, they meet, they they're talking about Argo CD, but there's also Argo workflows, Argo events, Argo notifications. And, and like I said before, CD with that, and that is something that was developed internally at Intuit. Right? So for those of who don't know, Intuit is the company behind turbo tax. So for those, those of us in the us, we, we know, you know, we know that season all too well, the tax season. And so that was a tool that was developed internally. >>And by the way, Intuit we've done many years. They're very huge cloud adopters. They've been on that train from the day one. They've been, they've been driving a lot of cloud scale too. Sorry >>To interrupt. Yeah. And, and, and yeah, no, and, and, and also, you know, they, they were always open source first, right. So they've always had, you know, they developed something internally. They always had the, the intention of opensourcing it. And so it was really a tool that was born internally, and it was a tool that helped them, you know, get stuff done with Kubernetes. And that's kind of like the tagline they use for, for the Argo project is you need to get stuff done. They wanted their developers to focus less on deploying the application and more right. More than on writing the application itself. And so the, and so the Argo project is a suite of tools essentially that helps deploy onto Kubernetes, you know, using get ups as that, you know, that cornerstone in design, right in the design philosophy, it's so popular because of the ease of use and developer friendliness aspect of it. It's, it's, it's, it's meant to be simple right. In and simple in a, in a good sense of getting up and running, which attracted, you know, developers from, you know, all around the world. You know, other companies like red hat got into it as well. BlackRock also is, is a, is a big contributor, thousands of other independent contributors as well to the Argo project. >>Yeah. Christian, if you bring up a good point and I'm gonna go on a little tangent here, but I wanna get your reaction to something that Dave ante and I, and our cube team has been kind of riffing on lately. You mentioned, you know, Netflix earlier, you mentioned Intuit. There's a kind of a story that's been developing and, and with traction and momentum and trajectory over the past, say 10 years, the companies that went on the cloud, like Netflix into it, snowflake, snowflake, not so much now, but in terms of open source, they're all contributing lift. They're all contributing back to open source, but they're not cloud providers. Right. So you're seeing that kind of first generation, I's a massive contribution to open source. So open source been around for a while, remember the early days, and we'd all participate on projects, but now you have real companies building IP going open source first because they're on a hyperscale cloud, but they're not the cloud themselves. They took advantage of that. So there's kind of this cycle of flywheel of cloud to open source, not from the vendors themselves like Amazon, which services or Azure, but the people who rode their CapEx and built on that scale, feeding into the open source. And then coming back, this is kind of an interesting dynamic. What's your reaction to that? Do you see that? Yeah. Super cloud kind of vibe there. >>Yeah. Yeah. Well, and, and also it, it, I think it's, it's a, it's indicative that, you know, open source is not only, you know, a way to develop, you know, applications, a way to engineer, you know, your project, but also kind of like a strategic advantage in, in, in such a way. Right. You know, you, you see, you see companies like, like, like even like Microsoft has been going into, you know, open source, right. They they've been going to open source first. They made a, a huge pivot to, you know, using open source as, you know, like, like a, like a strategic direction for, for the company. And I think that goes back to, you know, a little bit for my roots, you know, I, I, I always, I always talk about, you know, I always talk about red hat, right. I always talk about, you know, I was, I was, I was in red hat previously and, you know, you know, red hat being, you know, the first billion dollar open source company. >>Right. I, we always joke is like, well, you know, internally, like we know you were a billion dollar company that sold free software. How, you know, how, how does that happen? But it's, it's, it's really, you know, built into the, built into being able to tap into those expert resources. Yeah. You know, people love using software. People love the software they love using, and they wanna improve it. Companies are now just getting out of their way. Yeah. You know, companies now, essentially, it's just like, let's just get out of the way. Let's let people work on, you know, what they wanna work on. They love the software. They wanna improve it. Let's let them, >>It's interesting. A lot of people love the clouds have all this power. If you think about what we are just riffing on and what you just said, the economics and the organic self-governing has always been the open source way where commercial value is enabled. If you play ball, right. Like, oh, red hat, for instance. And now you're seeing the community kind of be that arbiter of the cloud. So, Hey, if everyone can create value on say AWS or Azure, bring it to open source, everyone benefits across all clouds hope eventually. So the choice aspect comes in. So this community angle is huge. And I think it's changing a lot for the better. And I think this is where we're seeing a lot of that growth. And you guys have been the middle level with the Argo project and get ups specifically in that, in that sector. How have you seen that growth? What some dynamics have you seen power dynamics, organic? Is it governed well, whats some of the, the successes, what are some of the challenges? Can you share your thoughts on the community's growth around get ops and Argo project? >>Yeah, yeah. Yeah. So I've been, you know, part of some of these communities, right? Like the, the open, get, get ops community, the Argos community pretty much from the beginning and, and seeing it developed from an idea to, you know, having all these contributors, having, you know, the, the, the buzzword come out of it, you know, the get ups and it be that being the, you know, having it, you know, all over the, you know, social media, all over LinkedIn, all over all, all these, all these different channels, you know, I I've seen things like get ops con, right. So, you know, being part of the, get ops open, get ops community, you know, one of the things we did was we did get ops con it started as a meetup, you know, couple years ago. And now, you know, it was a, you know, we had an actual event at Cuan in Los Angeles. >>You know, we had like, you know, about 50 people there, but then, you know, Cuan in Valencia this past Cuan we had over 200 people, it was a second largest co-located events in, at Cuan. So that just, just seeing that community and, you know, from a personal standpoint, you know, be being part of that, that the, the community being the, the event chair, right. Yeah. Being, being one of the co-chairs was a, was a moment of pride for me being able to stand up there and just seeing a sea of people was like, wow, we just started with a handful of people at a meetup. And now, you know, we're actually having conferences and, and, and speaking of conference, like the Argo community as well, we put in, you know, we put on a virtual only event on Argo con last year. We're gonna do it in person today. You know, this year. >>Do you have a date on that? Do you have a date on that Argo con 22? >>Two? Yeah, yeah, yeah. Argo con September 19th, 2022. So, you know, mark your calendars, it it's, you know, it's a multi-day event, you know, it's, it's part of something else that I've seen in the community where, you know, first we're talk talking about these meetups. Now we're doing multi-day events. We're, you know, in talks of the open, get ups, you know, get ups can also make that a multi-day event. There's just so many talks in so many people that want to be involved in network that, you know, we're saying, well, we're gonna need more days because there's just so many people coming to these events, you know, in, in, you know, seeing these communities grow, not just from like the engineering standpoint, but also from the end user standpoint, but also from the people that are actually doing these things. And, you know, seeing some of these use cases, seeing some of the success, seeing some of the failures, right? Like people love listening to those talks about postmortems, I think are part of my favorite talks as well. So seeing that community grow is, is, you know, on a personal level, it's, it's a point >>It's like CSI for software developers. You want to curious about >>Exactly >>What happened. You know, you know, it's interesting, you mentioned about the, the multiple events at Coon. You know, the vibe that's going on is a very festival vibe, right? You have organic groups coming together. I remember when they had just started doing the day zero programs. Now you have like, almost like multiple stages of content at these events. It feels like, like a Coachella vibe or some sort of like festival vibe, like a lot of things going on and you, and if you pick your kind of area, but you can move around, I find that the kind of the format de Azure I think is going well these days. What do you think about that? >>Yeah, yeah. No, for sure. It's and, and, and I love that that analogy of Coachella, it does feel like, you know, it's, there's something for everyone and you can find what you like, and you'll find a little, you know, a little group, right. A little click of, of, of people that's probably the wrong term to use, but you know, you, you find, you know, you, you know, like-minded people and, you know, passionate about the same thing, right? Like the security guys, they, you know, you see them all clump together, right? Like you see like the, the developer C I CD get ops guys, we all kind of clump together and start talking, you know, about everything that we're doing. And it's, that's, that's, I think that's really something special that coupon, you know, some, you know, it's gotten so big that it's almost impossible to fit everything in a, in a week, because unless there's just so much to do. And there's so much that that interests, you know, someone, but it's >>A code, a code party is what we call it. It's a code party. Yeah. >>It's, it's a code party for sure. For >>Sure. Nerd nerd Fest on, on steroids. Hey, I gotta get, I wanna wrap this up and give you the final word, Christian. Thanks for coming on. Great insight, great conversation. There's a huge, you guys are in the middle of a hot area, obviously large scale data growth. Kubernetes is scaling beautifully and making it easier at managed services. What people want machine learning's kicking in and, and you get automation building in all favoring, the developer and C I CD pipeline and all that good stuff. People want to learn more. Can you take a minute to put the plug in for code fresh on the certification? How do I get involved? Where are you? Is there levels if I want to jump in and get trained and get fluent on code fresh, can you share commentary and, and, and what the status is? >>Yeah, yeah, for sure. So code fresh is offering a free certification, right? For get ups or Argo CD and get ops. The first of it's kind for Argo CD, first of it's kind for get ops is you can actually go get certified with Argo CD and get ops. You know, we there level one is out right now. You can go take that code, fresh.io/certification. It's out there, sign up, you know, you, you don't, you don't need to pay anything, right. It's, it's something it's a, of a free course. You could take level two is coming soon. Right? So level two is coming soon in the next few months, I believe I don't wanna quote a specific day, but soon because I, but soon I, it it's soon, soon as in, as in months. Right? So, you know, we're, we're counting that down where you can not only level one cert level certification, but a level, two more advanced certification for those who have been using Argo for a while, they can still, you know, take that and be, you know, be able to get, you know, another level of certification for that. So also, you know, Argo con will be there. We're, we're part of the programming committee for Argo con, right? This is a community driven event, but, you know, code fresh is a proud diamond sponsor. So we'll be there. >>Where's it located up to us except for eptember 19th multiday or one day >>It's a, it's a multi-day event. So Argo con from 19, 19 20 and 21 in a mountain view. So it'll be in mountain view in the bay area. So for those of you who are local, you can just drive in. Great. >>I'm write that down. I'll plug it. I'll put in the show notes. >>Awesome. Awesome. Yeah. And you will be there so you can talk to me, you can talk to anyone else at code, fresh talking about Argo CD, you know, find, find out more about hosted, get ups code, fresh.io. You know, you can find us in the Argo project, open, get ups community, you know, we're, we're, we're deep in the community for both Argo and get ups. So, you know, you can find us there as well. >>Well, let's do a follow up in when you're in town, so's only a couple months away and getting through the summer, it's already, I can't believe events are back. So it's really great to see face to face in the community. And there was responding. I mean, co con in October, I think that was kind of on the, that was a tough call and then get to see your own in Spain. I couldn't make it. Unfortunately, I had got COVID came down with it, but our team was there. Open sources, booming continues to go. The next level, new power dynamics are developing in a great way. Christian. Thanks for coming on, sharing your insights as the developer experience lead at code fresh. Thanks so much. >>Thank you, John. I appreciate it. >>Okay. This is a cube conversation. I'm John feer, host of the cube. Thanks for watching.

>>Hi, everybody. Welcome back to Caesars in Las Vegas. My name is Dave ante. We're here with the chairman and CEO of snowflake, Frank Luman. Good to see you again, Frank. Thanks for coming on. Yeah, >>You, you as well, Dave. Good to be with you. >>No, it's, it's awesome to be, obviously everybody's excited to be back. You mentioned that in your, in your keynote, the most amazing thing to me is the progression of what we're seeing here in the ecosystem and of your data cloud. Um, you wrote a book, the rise of the data cloud, and it was very cogent. You talked about network effects, but now you've executed on that. I call it the super cloud. You have AWS, you know, I use that term, AWS. You're building on top of that. And now you have customers building on top of your cloud. So there's these layers of value that's unique in the industry. Was this by design >>Or, well, you know, when you, uh, are a data clouding, you have data, people wanna do things, you know, with that data, they don't want to just, you know, run data operations, populate dashboards, you know, run reports pretty soon. They want to build applications and after they build applications, they wanna build businesses on it. So it goes on and on and on. So it, it drives your development to enable more and more functionality on that data cloud. Didn't start out that way. You know, we were very, very much focused on data operations, then it becomes application development and then it becomes, Hey, we're developing whole businesses on this platform. So similar to what happened to Facebook in many, in many ways, you know, >>There was some confusion I think, and there still is in the community of, particularly on wall street, about your quarter, your con the consumption model I loved on the earnings call. One of the analysts asked Mike, you know, do you ever consider going to a subscription model? And Mike got cut him off, then let finish. No, that would really defeat the purpose. Um, and so there's also a narrative around, well, maybe snowflake, consumption's easier to dial down. Maybe it's more discretionary, but I, I, I would say this, that if you're building apps on top of snowflake and you're actually monetizing, which is a big theme here, now, your revenue is aligned, you know, with those cloud costs. And so unless you're selling it for more, you know, than it costs more than, than you're selling it for, you're gonna dial that up. And that is the future of, I see this ecosystem in your company. Is that, is that fair? You buy that. >>Yeah, it, it is fair. Obviously the public cloud runs on a consumption model. So, you know, you start looking all the layers of the stack, um, you know, snowflake, you know, we have to be a consumption model because we run on top of other people's, uh, consumption models. Otherwise you don't have alignment. I mean, we have conversations, uh, with people that build on snowflake, um, you know, they have trouble, you know, with their financial model because they're not running a consumption model. So it's like square pack around hole. So we all have to align ourselves. So that's when they pay a dollar, you know, a portion goes to, let's say, AWS portion goes to the snowflake of that dollar. And the portion goes to whatever the uplift is, application value, data value, whatever it is to that goes on top of that. So the whole dollar, you know, gets allocated depending on whose value at it. Um, we're talking about. >>Yeah, but you sell value. Um, so you're not a SaaS company. Uh, at least I don't look at you that that way I I've always felt like the SAS pricing model is flawed because it's not aligned with customers. Right. If you, if you get stuck with orphaned licenses too bad, you know, pay us. >>Yeah. We're, we're, we're obviously a SaaS model in the sense that it is software as a service, but it's not a SaaS model in the sense that we don't sell use rights. Right. And that's the big difference. I mean, when you buy, you know, so many users from, you know, Salesforce and ServiceNow or whoever you have just purchased the right, you know, for so many users to use that software for this period of time, and the revenue gets recognized, you know, radically, you know, one month at a time, the same amount. Now we're not that different because we still do a contract the exact same way as SA vendor does it, but we don't recognize the revenue radically. We recognize the revenue based on the consumption, but over the term of the contract, we recognize the entire amount. It just is not neatly organized in these monthly buckets. >>You know? So what happens if they underspend one quarter, they have to catch up by the end of the, the term, is that how it works or is that a negotiation or it's >>The, the, the spending is a totally, totally separate from the consumption itself, you know, because you know how they pay for the contract. Let's say they do a three year contract. Um, you know, they, they will probably pay for that, you know, on an annual basis, you know, that three year contract. Um, but it's how they recognize their expenses for snowflake and how we recognize the revenue is based on what they actually consume. But it's not like you're on demand where you can just decide to not use it. And then I don't have any cost, but over the three year period, you know, all of that, you know, uh, needs to get consumed or they expire. And that's the same way with Amazon. If I don't consume what I buy from Amazon, I still gotta pay for it. You know, so, >>Well, you're right. Well, I guess you could buy by the drink, but it's way, way more expensive and nobody really correct. Does that, so, yep. Okay. Phase one, better simpler, you know, cloud enterprise data warehouse, phase two, you introduced the, the data cloud and, and now we're seeing the rise of the data cloud. What, what does phase three look like >>Now? Phase, phase three is all about applications. Um, and we've just learned, uh, you know, from the beginning that people were trying to do this, but we weren't instrumental at all to do it. So people would ODBC, you know, JDBC drivers just uses as database, right? So the entire application would happen outside, you know, snowflake, we're just a database. You connect to the database, you know, you read or right data, you know, you do data, data manipulations. And then the application, uh, processing all happens outside of snowflake. Now there's issues with that because we start to exfil trade data, meaning that we started to take data out of snowflake and, and put it, uh, in other places. Now there's risk for that. There's operational risk, there's governance, exposure, security issues, you know, all this kind of stuff. And the other problem is, you know, data gets Reed. >>It proliferates. And then, you know, data science tests are like, well, I, I need that data to stay in one place. That's the whole idea behind the data cloud. You know, we have very big infrastructure clouds. We have very big application clouds and then data, you know, sort of became the victim there and became more proliferated and more segment. And it's ever been. So all we do is just send data to the work all day. And we said, no, we're gonna enable the work to get to the data. And the data that stays in more in place, we don't have latency issue. We don't have data quality issues. We don't have lineage issues. So, you know, people have responded very, very well to the data cloud idea, like, yeah, you know, as an enterprise or an institution, you know, I'm the epicenter of my own data cloud because it's not just my own data. >>It's also my ecosystem. It's the people that I have data networking relationships with, you know, for example, you know, take, you know, uh, an investment bank, you know, in, in, in, in New York city, they send data to fidelity. They send data to BlackRock. They send data to, you know, bank of New York, all the regulatory clearing houses, all on and on and on, you know, every night they're running thousands, tens of thousands, you know, of jobs pushing that data, you know, out there. It just, and they they're all on snowflake already. So it doesn't have to be this way. Right. So, >>Yes. So I, I asked the guys before, you know, last week, Hey, what, what would you ask Frank? Now? You might remember you came on, uh, our program during COVID and I was asking you how you're dealing with it, turn off the news. And it was, that was cool. And I asked you at the time, you know, were you ever, you go on Preem and you said, look, I'll never say never, but it defeats the purpose. And you said, we're not gonna do a halfway house. Actually, you were more declarative. We're not doing a halfway house, one foot in one foot out. And then the guy said, well, what about that Dell deal? And that pure deal that you just did. And I, I think I know the answer, but I want to hear from you did a customer come to you and say, get you in the headlock and say, you gotta do this. >>Or it did happen that way. Uh, it, uh, it started with a conversation, um, you know, via with, uh, with Michael Dell. Um, it was supposed to be just a friendly chat, you know, Hey, how's it going? And I mean, obviously Dell is the owner of data, the main, or our first company, you know? Um, but it's, it, wasn't easy for, for Dell and snowflake to have a conversation because they're the epitome of the on-premise company and we're the epitome of a cloud company. And it's like, how, what do we have in common here? Right. What can we talk about? But, you know, Michael's a very smart, uh, engaging guy, you know, always looking for, for opportunity. And of course they decided we're gonna hook up our CTOs, our product teams and, you know, explore, you know, somebody's, uh, ideas and, you know, yeah. We had some, you know, starts and restarts and all of that because it's just naturally, you know, uh, not an easy thing to conceive of, but, you know, in the end it was like, you know what? >>It makes a lot of sense. You know, we can virtualize, you know, Dell object storage, you know, as if it's, you know, an S three storage, you know, from Amazon and then, you know, snowflake in its analytical processing. We'll just reference that data because to us, it just looks like a file that's sitting on, on S3. And we have, we have such a thing it's called an external table, right. That's, that's how we basically, it projects, you know, a snowflake, uh, semantic and structural model, you know, on an external object. And we process against it exactly the same way as if it was an internal, uh, table. So we just extended that, um, you know, with, um, with our storage partners, like Dell and pure storage, um, for it to happen, you know, across a network to an on-prem place. So it's very elegant and it, it, um, it becomes an, an enterprise architecture rather than just a cloud architecture. And I'm, I just don't know what will come of it. And, but I've already talked to customers who have to have data on premises just can't go anywhere because they process against it, you know, where it originates, but there are analytical processes that wanna reference attributes of that data. Well, this is what we'll do that. >>Yeah. I'm, it is interesting. I'm gonna ask Dell if I were them, I'd be talking to you about, Hey, I'm gonna try to separate compute from storage on prem and maybe do some of the, the work there. I don't even know if it's technically feasible. It's, I'll ask OI. But, um, but, but, but to me, that's an example of your extending your ecosystem. Um, so you're talking now about applications and that's an example of increasing your Tam. I don't know if you ever get to the edge, you know, we'll see, we're not quite quite there yet, but, um, but as you've said before, there's no lack of market for you. >>Yeah. I mean, obviously snowflake it it's, it's Genesis was reinventing database management in, in a cloud computing environment, which is so different from a, a machine environment or a cluster environment. So that's why, you know, we're, we're, we're not a, a fit for a machine centric, uh, environment sort of defeats the purpose of, you know, how we were built. We, we are truly a native solution. Most products, uh, in the clouds are actually not cloud native. You know, they, they originated the machine environments and you still see that, you know, almost everything you see in the cloud by the way is not cloud native, our generation of applications. They only run the cloud. They can only run the cloud. They are cloud native. They don't know anything else, >>You know? Yeah, you're right. A lot of companies would just wrap something in wrap their stack in Kubernetes and throw it into the cloud and say, we're in the cloud too. And you basically get, you just shifted. It >>Didn't make sense. Oh. They throw it in the container and run it. Right. Yeah. >>So, okay. That's cool. But what does that get you that doesn't change your operational model? Um, so coming back to software development and what you're doing in, in that regard, it seems one of the things we said about Supercloud is in order to have a Supercloud, you gotta have an ecosystem, you gotta have optionality. Hence you're doing things like Apache iceberg, you know, you said today, well, we're not sure where it's gonna go, but we offering options. Uh, but, but my, my question is, um, as it pertains to software developments specifically, how do you, so one of the things we said, sorry, I've lost my train there. One of the things we said is you have to have a super PAs in order to have a super cloud ecosystem, PAs layer. That's essentially what you've introduced here. Is it not a platform for our application development? >>Yeah. I mean, what happens today? I mean, how do you enable a developer, you know, on snowflake, without the developer, you know, reading the, the files out of snowflake, you know, processing, you know, against that data, wherever they are, and then putting the results set, God knows where, right. And that's what happens today. It's the wild west it's completely UN uncovered, right? And that's the reason why lots of enterprises will not allow Python anything anywhere near, you know, their enterprise data. We just know that, uh, we also know it from streamlet, um, or the acquisition, um, large acquisition that we made this year because they said, look, you know, we're, we have a lot of demand, you know, uh, in the Python community, but that's the wild west. That's not the enterprise grade high trust, uh, you know, corporate environment. They are strictly segregated, uh, today. >>Now do some, do these, do these things sometimes dribble up in the enterprise? Yes, they do. And it's actually intolerable the risk that enterprises, you know, take, you know, with things being UN uncovered. I mean the whole snowflake strategy and promises that you're in snowflake, it is a, an absolute enterprise grade environment experience. And it's really hard to do. It takes enormous investment. Uh, but that is what you buy from us. Just having Python is not particularly hard. You know, we can do that in a week. This has taken us years to get it to this level, you know, of, of, you know, governance, security and, and, you know, having all the risks around exfiltration and so on, really understood and dealt with. That's also why these things run in private previews and public previews for so long because we have to squeeze out, you know, everything that may not have been, you know, understood or foreseen, you know, >>So there are trade offs of, of going into this snowflake cloud, you get all this great functionality. Some people might think it's a walled garden. How, how would you respond to that? >>Yeah. And it's true when you have a, you know, a snowflake object, like a snowflake, uh, table only snowflake, you know, runs that table. And, um, you know, that, that is, you know, it's very high function. It's very sort of analogous to what apple did, you know, they have very high functioning, but you do have to accept the fact that it's, that it's not, uh, you know, other, other things in apple cannot, you know, get that these objects. So this is the reason why we introduce an open file format, you know, like, like iceberg, uh, because what iceberg effectively does is it allows any tool, uh, you know, to access that particular object. We do it in such a way that a lot of the functionality of snowflake, you know, will address the iceberg format, which is great because it's, you're gonna get much more function out of our, you know, iceberg implementation than you would get from iceberg on its own. So we do it in a very high value addeds, uh, you know, manner, but other tools can still access the same object in a read to write, uh, manner. So it, it really sort of delivers the original, uh, promise of the data lake, which is just like, Hey, I have all these objects tools come and go. I can use what I want. Um, so you get, you get the best of both worlds for the most part. >>Have you reminds me a little bit of VMware? I mean, VMware's a software mainframe, it's just better than >>Doing >>It on your own. Yep. Um, one of the other hallmarks of a cloud company, and you guys clearly are a cloud company is startups and innovation. Um, now of course you see that in, in the, in the ecosystem, uh, and maybe that's the answer to my question, but you guys are kind of whale hunters, <laugh> your customers are, tend to be bigger. Uh, is the, is the innovation now the extension of that, the ecosystem is that by design. >>Oh, um, you know, we have a enormous, uh, ISV following and, um, we're gonna have a whole separate conference like this, by the way, just for, yeah. >>For developers. I hope you guys will up there too. Yeah. Um, you know, the, the reason that, that the ISV strategy is very important for, you know, for, for, for, for many reasons, but, you know, ISVs are the people that are really going to unlock a lot of the value and a lot of the promise of data, right? Because you, you can never do that on your own. And the problem has been that for ISVs, it is so expensive and so difficult to build a product that can be used because the entire enterprise platform infrastructure needs to be built by somebody, you know, I mean, are you really gonna run infrastructure, database, operations, security, compliance, scalability, economics. How do you do that as a software company where really you only have your, your domain expertise that you want to deliver on a platform. You don't wanna do all these things. >>First of all, you don't know how to do it, how to do it well. Um, so it is much easier, much faster when there is already platform to actually build done in the world of clout that just doesn't, you know, exist. And then beyond that, you know, okay, fine building. It is sort of step one. Now I gotta sell it. I gotta market it. So how do I do that? Well, in the snowflake community, you have already market <laugh>, there's thousands and thousands of customers that are also on self lake. Okay. So their, their ability to consume that service that you just built, you know, they can search it, they can try it, they can test it and decide whether they want to consume it. And then, you know, we can monetize it. So all they have to do is cash the check. So the net effecti of it is we drastically lowered the barriers to entry into the world, you know, of software, you know, two men or two women in a dog, and a handful of files can build something that then can be sold, sort of to, for software developers. >>I wrote a piece 2012 after the first reinvent. And I, you know, and I, and I put a big gorilla on the front page and I said, how do you compete with Amazon gorilla? And then one of my answers was you build data ecosystems and you verticalize, and that's, that's what you're doing >>Here. Yeah. There certain verticals that are farther along than others, uh, obviously, but for example, in financial, uh, which is our largest vertical, I mean, the, the data ecosystem is really developing hardcore now. And that's, that's because they so rely on those relationships between all the big financial institutions and entities, regulatory, you know, clearing houses, investment bankers, uh, retail banks, all this kind of stuff. Um, so they're like, it becomes a no brainer. The network affects kick in so strongly because they're like, well, this is really the only way to do it. I mean, if you and I work in different companies and we do, and we want to create a secure, compliant data network and connection between us, I mean, it would take forever to get our lawyers to agree that yeah, it's okay. <laugh> right now, it's like a matter of minutes to set it up. If we're both on snowflake, >>It's like procurement, do they, do you have an MSA yeah. Check? And it just sail right through versus back and forth and endless negotiations >>Today. Data networking is becoming core ecosystem in the world of computing. You know, >>I mean, you talked about the network effects in rise of the data cloud and correct. Again, you know, you, weren't the first to come up with that notion, but you are applying it here. Um, I wanna switch topics a little bit. I, when I read your press releases, I laugh every time. Cause this says no HQ, Bozeman. And so where, where do you, I think I know where you land on, on hybrid work and remote work, but what are your thoughts on that? You, you see Elon the other day said you can't work for us unless you come to the office. Where, where do you stand? >>Yeah. Well, the, well, the, the first aspect is, uh, we really wanted to, uh, separate from the idea of a headquarters location, because I feel it's very antiquated. You know, we have many different hubs. There's not one place in the world where all the important people are and where we make all the important positions, that whole way of thinking, uh, you know, it is obsolete. I mean, I am where I need to be. And it it's many different places. It's not like I, I sit in this incredible place, you know, and that's, you know, that's where I sit and everybody comes to me. No, we are constantly moving around and we have engineering hubs. You know, we have your regional, uh, you know, headquarters for, for sales. Obviously we have in Malaysia, we have in Europe, you know? And, um, so I wanted to get rid of this headquarters designation. >>And, you know, the, the, the other issue obviously is that, you know, we were obviously in California, but you know, California is, is no longer, uh, the dominant place of where we are resident. I mean, 40% of our engineering people are now in be Washington. You know, we have hundreds of people in Poland where people, you know, we are gonna have very stressed location in Toronto. Um, yeah. Obviously our customers are, are everywhere, right? So this idea that, you know, everything is happening in, in one state is just, um, you know, not, not correct. So we wanted to go to no headquarters. Of course the SCC doesn't let you do that. Um, because they want, they want you to have a street address where the government can send you a mail and then it becomes, the question is, well, what's an acceptable location. Well, it has to be a place where the CEO and the CFO have residency by hooker, by crook. >>That happened to be in Bozeman Montana because Mike and I are both, it was not by design. We just did that because we were, uh, required to, you know, you know, comply with government, uh, requirements, which of course we do, but that's why it, it says what it says now on, on the topic of, you know, where did we work? Um, we are super situational about it. It's not like, Hey, um, you know, everybody in the office or, or everybody is remote, we're not categorical about it. Depends on the function, depends on the location. Um, but everybody is tethered to an office. Okay. In words, everybody has a relationship with an office. There's, there's almost nobody, there are a few exceptions of people that are completely remote. Uh, but you know, if you get hired on with snowflake, you will always have an office affiliation and you can be called into the office by your manager. But for purpose, you know, a meeting, a training, an event, you don't get called in just to hang out. And like, the office is no longer your home away from home. Right. And we're now into hotel, right? So you don't have a fixed place, you know? So >>You talked in your keynote a lot about last question. I let you go customer alignment, obviously a big deal. I have been watching, you know, we go to a lot of events, you'll see a technology company tell a story, you know, about their widget or whatever it was their box. And then you'll see an outcome and you look at it and you shake your head and say, well, that the difference between this and that is the square root of zero, right. When you talk about customer alignment today, we're talking about monetizing data. Um, so that's a whole different conversation. Um, and I, I wonder if you could sort of close on how that's different. Um, I mean, at ServiceNow, you transformed it. You know, I get that, you know, data, the domain was okay, tape, blow it out, but this is a, feels like a whole new vector or wave of growth. >>Yeah. You know, monetizing, uh, data becomes sort of a, you know, a byproduct of having a data cloud you all of a sudden, you know, become aware of the fact that, Hey, Hey, I have data and be that data might actually be quite valuable to parties. And then C you know, it's really easy to then, you know, uh, sell that and, and monetize that. Cause if it was hard, forget it, you know, I don't have time for it. Right. But if it's relatively, if it's compliant, it's relatively effortless, it's pure profit. Um, I just want to reference one attribute, two attributes of what you have, by the way, you know, uh, hedge funds have been into this sort of thing, you know, for a long time, because they procure data from hundreds and hundreds of sources, right. Because they're, they are the original data scientists. >>Um, but the, the bigger thing with data is that a lot of, you know, digital transformation is, is, is finally becoming real. You know, for years it was arm waving and conceptual and abstract, but it's becoming real. I mean, how do we, how do we run a supply chain? You know, how do we run, you know, healthcare, um, all these things are become are, and how do we run cyber security? They're being redefined as data problems and data challenges. And they have data solutions. So that's right. Data strategies are insanely important because, you know, if, if the solution is through data, then you need to have, you know, a data strategy, you know, and in our world, that means you have a data cloud and you have all the enablement that allows you to do that. But, you know, hospitals, you know, are, are saying, you know, data science is gonna have a bigger impact on healthcare than life science, you know, in the coming, whatever, you know, 10, 20 years, how do you enable that? >>Right. I, I have conversations with, with, with hospital executives are like, I got generations of data, you know, clinical diagnostic, demographic, genomic. And then I, I am envisioning these predictive outcomes over here. I wanna be able to predict, you know, once somebody's gonna get what disease and you know, what I have to do about it, um, how do I do that? <laugh> right. The day you go from, uh, you know, I have a lot of data too. I have these outcomes and then do me a miracle in the middle, in the middle of somewhere. Well, that's where we come in. We're gonna organize ourselves and then unpack thats, you know, and then we, we work, we through training models, you know, we can start delivering some of these insights, but the, the promise is extraordinary. We can change whole industries like pharma and, and, and healthcare. Um, you know, 30 effects of data, the economics will change. And you know, the societal outcomes, you know, um, quality of life disease, longevity of life is quite extraordinary. Supply chain management. That's all around us right >>Now. Well, there's a lot of, you know, high growth companies that were kind of COVID companies, valuations shot up. And now they're trying to figure out what to do. You've been pretty clear because of what you just talked about, the opportunities enormous. You're not slowing down, you're amping it up, you know, pun intended. So Frank Luman, thanks so much for coming on the cube. Really appreciate your time. >>My pleasure. >>All right. And thank you for watching. Keep it right there for more coverage from the snowflake summit, 2022, you're watching the cube.